Sales Manager - MT, GT and Q Commerce

Globe Grocer Food; Mumbai; On-site; INR 4,000,000 - 8,000,000; Full time

Job summary

Globe Grocer Food in Mumbai seeks a senior sales leader with 10–15 years in FMCG to drive growth across Modern Trade, General Trade, and Quick Commerce in India. You will manage major accounts, negotiate terms, and expand distributor networks while coordinating with marketing, finance, and supply chain to ensure strong profitability.

The role focuses on channel strategy, platform partnerships, and trade spend optimization, with leadership of a sales team and strong emphasis on market expansion

Qualifications

• 10–15 years FMCG sales experience.
• Experience managing Modern Trade, General Trade, and Quick Commerce.
• Strong financial acumen with channel profitability.
• Proven ability to lead sales teams and drive growth.

Responsibilities

• Develop and execute channel-wise sales plans to achieve revenue, volume, gross margin, and profitability targets.
• Identify new markets, business opportunities, and customer segments to expand market share.
• Monitor sales performance and implement corrective actions to achieve business objectives.
• Manage key accounts such as Reliance Retail, Spencers, and other organised retail chains; negotiate pricing, listings, promotions, and annual business plans.
• Drive product availability, shelf visibility, assortment expansion, and account-level profitability across MT and GT.
• Expand distributor networks across territories; drive primary and secondary sales and market penetration.
• Manage Quick Commerce platform relationships (Blinkit, Zepto, Swiggy Instamart); optimize listings, promotions, and platform-specific sales growth.
• Monitor trade spends, discounting, and collections; ensure distributor profitability and timely payments.
• Lead and develop sales teams; plan forecasts, budgets, and monthly business reviews; coordinate with marketing, finance, and supply chain.

Skills

Sales leadership

Channel management

Key account management

Negotiations

Team leadership

Education

MBA preferred

Job description

Role & responsibilities

Industry: FMCG Food & Beverages
Location: Mumbai
Experience: 10-15 Years
Reporting To: Director/ CEO

Responsible for driving sales growth, market expansion, distribution, key account management, and profitability across Modern Trade, General Trade, and Quick Commerce channels in India.

Key Responsibilities

1. Sales Strategy & Business Growth

• Develop and execute channel-wise sales plans to achieve revenue, volume, gross margin, and profitability targets.
• Identify new markets, business opportunities, and customer segments to expand market share.
• Monitor sales performance and implement corrective actions to achieve business objectives.

2. Modern Trade (MT)

• Manage key accounts such as Reliance Retail, Spencers, and other organised retail chains.
• Negotiate pricing, listing fees, promotional schemes, visibility, and annual business plans.
• Drive product availability, shelf visibility, assortment expansion, and account-level profitability.
• Monitor trade spends, promotional effectiveness, and payment collections.

3. General Trade (GT)

• Expand distributor, super-stockist, wholesaler, and retailer networks across assigned territories.
• Drive primary and secondary sales, outlet coverage, numeric distribution, and product penetration.
• Improve distributor productivity, sales team efficiency, stock rotation, and market execution.
• Ensure distributor profitability, timely collections, and consistent product availability.

4. Quick Commerce (Q-Commerce)

• Manage platform relationships with Blinkit, Zepto, Swiggy Instamart, and other relevant platforms.
• Drive product listings, assortment, availability, visibility, and platform-specific sales growth.
• Optimize platform promotions, advertising spends, discounts, and commissions.
• Monitor inventory, sales velocity, fulfilment performance, and platform-wise contribution margins.

5. Profitability & Trade Spend Management

• Monitor channel-wise and customer-wise gross margins, trade spends, discounts, and commercial expenses.
• Improve net contribution through pricing optimization, product mix, cost control, and effective negotiations.
• Evaluate promotional ROI and ensure trade investments generate incremental sales and profitability.
• Review channel performance regularly and implement plans to improve margins and reduce inefficiencies.

6. Team Leadership & Business Planning

• Lead and develop sales teams, key account managers, and distributor sales personnel.
• Prepare sales forecasts, budgets, and monthly business reviews.
• Coordinate with marketing, finance, and supply chain teams to ensure effective execution.
• Track KPIs, inventory, sales returns, and collections to maintain business discipline.

Key Performance Indicators (KPIs)

• Revenue growth and sales target achievement
• Gross margin and channel-wise profitability
• Primary and secondary sales growth
• Distribution expansion and outlet productivity
• Trade spend ROI and promotional effectiveness
• Q-Commerce platform performance
• Inventory availability and forecast accuracy
• Collection efficiency and overdue control

Qualifications & Experience

• Graduate in Business, Commerce, or Marketing; MBA preferred.
• 10–15 years of FMCG sales experience, preferably in Food & Beverages.
• Strong experience managing Modern Trade, General Trade, and Quick Commerce channels.
• Proven expertise in key account management, distribution expansion, commercial negotiations, and team leadership.
• Strong financial acumen with experience in channel profitability, trade spend optimisation, and business planning.